Manager, Expansion Sales

Job Description

We’re looking for a Manager, Expansion Sales, to develop and lead the growth of our Account Management team in EMEA. You will be responsible for the renewal, upsell and cross sell for a portfolio of Hootsuite customers. You’ll manage and guide the talented sales people from the recruitment phase through to their customer interactions ensuring every customer experience meets our Hootsuite standards and values. While based in Hootsuite’s London office you will report to Director, Sales . This is a hybrid work from home/in an office environment.

WHAT YOU’LL DO:

• Build, manage and drive a high performing account management team to strategically build on existing relationships and grow the existing Hootsuite accounts
• Provide coaching and skills training to the sales team in the areas of customer interactions and internal sales processes and methodologies to drive sales.
• Develop and implement plans to achieve team specific targets by accurately forecasting revenues, identifying gaps in revenue opportunity and recommending solutions to close the gap
• Responsible for submitting periodic forecast reports in a timely manner and actively engaging in discussions with other managers to support achievement of growth targets.
• Manage resources to maximize productivity and achieve sales priorities within the region.
• Monitor and track the health of the sales pipeline;identify and operationalize opportunities for improvement
• Grow customers’ interest and success by upselling and cross selling of Hootsuite & Partner solutions
• Support the execution of the global account management strategy, ensuring all reps are running consistent sales plays & activities of location
• Leverage insights and expertise from internal stakeholders, including Marketing and Customer Success teams to drive the generation of additional pipeline and grow the business
• Perform other related duties as assigned

WHAT YOU’LL NEED:

• Considerable experience, including some as a successful individual contributor with a quota in a B2B setting, working with clients from a variety of industries. Experience with Marketing, Communications and Social media is an asset.
• Some experience as a sales leader of a successful team in a B2B setting, working with clients potentially in a variety of industries
• Business to Business Sales and Sales Leadership experience - Experience working through complex procurement environments and problem solving
• +/- 5% accuracy of weekly/quarterly forecast of your business using a proven methodology
• Strong sense of what customers value and how to challenge thinking to help our customers develop further their understanding of why Hootsuite should be a solution they consider
• Negotiation: successfully obtains commitment to a solution or idea, while maintaining integrity and relationships

WHO YOU ARE:

• Tenacious. You are determined to succeed, and you are motivated by the success of customers, colleagues and the community.
• Curious. You are always learning and seeking ways to make things better.
• Conscientious. You keep your promises, taking your commitments to others seriously, and you have strong integrity.
• Humble. You lead with humility and empathy, respecting and learning from the perspectives of others.

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In all we do, our six guiding principles light the way:

Step Up: Show the world what it looks like to live and work by these guiding principles. #StepUp

One Team: Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe

Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed

Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile

Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses

Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies

Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.

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